Job Purpose :
Reporting to the VP EMEA Sales, Marketing & Business Development, the jobholder is responsible for delivering profitable growth through Commercial Excellence, increasing the Sales Force Effectiveness (SFE).
Based upon the ABM (Aliaxis Business Model) playbook, he / she will define together with the local (country / BU) teams a clear roadmap of tangible actions to improve performance and track progress.
Job Accountabilities : Drive change :
Drive change :
Accountable for deployment and progression of commercial transformation ABM modules rollout in close cooperation with Local ABM Leads and alignment with the Corporate ABM methodology;
Act as an expert in your field and facilitate tailoring to business needs;
Recommend changes in sales governance and structure in support of the growth plans;
Ensure sustainable transformation is embedded in the local organisation by designing an action catalogue supporting the key changes and a work plan to implement these before handing over the project to local line management.
Program / project set-up :
Propose a roll-out schedule for the ABM / SFE stream across the Division
Lead the deployment project; manage and coordinate the team and resources to ensure impact delivery
Support the local team in every phase of the programme : Diagnostic, Action, Learnings, Sustain.
Support execution :
Support the ABM rollout project in cooperation with Local ABM Lead ensuring targets are met and quality of the work is high;
Define the project target state, work plan and works streams focusing on impact together with the local champion and team;
Lead and drive the deployment post-project during the sustain phase;
Communicate critical issues in order to realise business solutions without disturbing ongoing processes. Escalate critical bottlenecks.
Tracking and monitoring :
Support local teams in implementation and impact delivery : enablers, leading and lagging indicators;
Facilitate the monthly calls with the local units.
Co-own the CRM core model for EMEA;
Approve change requests in support of Commercial Excellence.
Share best practices both within the division and across the Group as part of the Aliaxis Global Commercial Excellence community;
Support his / her peers in other Divisions when needed;
Support other ABM streams when needed.
J ob Context :
As part of its new strategy (DNA), Aliaxis has embarked on a global programme around Commercial Excellence : ABM (Aliaxis Business Model).
Currently 3 ABM modules were introduced : Portfolio Management and Pricing, Salesforce Effectiveness, Specification Sales. Others will follow;
To support the Commercial Excellence rollout across the EMEA division, a Divisional team of Leads and Analysts was created;
At Divisional level, the jobholder will have regular touch points with the Regional VP’s / MD’s and Segment Directors;
The jobholder will have regular exchanges with specialist in other Divisions.
Note to agencies : kindly abstain from sending us candidates either directly to HR or to one of your contacts within the company. Thank you!
Key skills / Experience :
Master’s degree (or equivalent);
Min. 7 years sales management experience in a B2B environment;
Experience with a commercial excellence transformation program is a strong asset;
Project management skills;
Strong competence in change management;
Strong drive, leadership and influencing skills;
Able to diagnose both challenges and opportunities and convert them into actions and tangible results;
High energy, action oriented, agile in changing and growing environments;
Strong experience in working in complex matrix organizations;
Collaborative working approach to bring people on board with the new Aliaxis Culture we are not looking for command and control approach;
Languages : fluent in English, Good command of French is a strong asset;
Willing to travel across EMEA region 35% of the time.
We offer a unique opportunity to join a Belgian global company that is committed to its future growth, service excellence and employee engagement.
Next to a competitive salary and benefits package, we offer an impactful role and real growth opportunities.